Test Your Knowledge

  1. What is an objection?
  2. What is the best way to anticipate objections?
  3. At what point in the selling process might the prospect or customer object?
  4. Name the four strategies to handle an objection.
  5. Name the four types of objections.
  6. What is value?
  7. What is a hidden objection?

Answers

  1. An objection is a way for the prospect to communicate reasons why they are not comfortable buying the product or service. AN objection is not a rejection. But an opportunity to clarify and build on the sales presentation.
  2. Write out in advance all objections you think the prospect may ask and include in your precall worksheet.
  3. A prospect may object at any time, especially when you are setting up the appointment, during the presentation, and during the trial close.
  4. View the objection as a question, respond to the objection with a question, restate the objection before answering the objection, take a pause before responding, use testimonials and past experiences, and never argue with the customer.
  5. Product objection, source objection, price objection, and “I’ll have to think about it” or stall objection…
  6. Value is the worth that a product or service provides to a customer. It is not based on cost but on perceived benefit.
  7. An objection that is not openly stated by the prospect but is an obstacle in the way of making the sale.

License

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The Power of Selling by Dr. Michelle Clement is licensed under a Creative Commons Attribution-NonCommercial-ShareAlike 4.0 International License, except where otherwise noted.

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